Крис Восс тут мне очередное письмо прислал

Крис Восс тут мне очередное письмо прислал 😉

Nikolai,

Most people think “No” means stop. They hear it and immediately retreat, assuming the deal is dead.

That’s a mistake. In reality, “No” is just the start. It’s not rejection—it’s protection.

It’s a sign that the other person is defending their position, trying to regain control. And if you know how to handle it, it’s one of the most valuable moments in any negotiation.

Think about it—when someone says “Yes” too quickly, you probably don’t believe them. It feels rushed, forced, maybe even fake.

But when someone says “No,” they feel safe. They’re not committing to anything yet, which means they can breathe. And when they can breathe, they can talk.

So instead of running from “No,” lean into it. When you hear it, don’t argue. Don’t push. Just listen. Let the other person explain why they’re saying it.

People want to feel understood before they make a decision. “No” isn’t shutting you out—it’s opening a door.

It’s an invitation to dig deeper, to ask better questions, to uncover what’s really driving their hesitation. The moment you stop fearing “No” and start using it, you take control of the conversation.

And when you control the conversation, you control the deal.

So the next time someone says “No,” don’t see it as rejection. See it as the start. The real negotiation is just beginning.

That's Right,

Chris